The talking machine world (Jan-Dec 1913)

The Talking Machine World Vol.9. No. 8. New York, August 15, 1913. THE SERVICE IDEA IN BUSINESS BUILDING. The Manner in Which a Western House Renders Real Talking Machine Service to Its Customers Beyond the Simple Testing and Sale of Machines and Records — How the Social Bureau Works to Make Customers for the House with Marked Success. To build up a successful talking machine business and to draw to a store a regular following oi men and women who would not think of buying their records or supplies at any other store or recommending to their friends to do otherwise, it is necessary for the dealer and his associates to be something more than mere automatons. In the first place he must secure the confidence of his trade — become friends with each of his customers and be willing to at least show a desire to be obliging upon all occasions. It is the little attentions that do not bring in any real money at the time which do more to build up a permanent business than the actual sales themselves. This all brings to mind the policy of a Western house in keeping its stock in first-class condition by refusing to send goods out on trial and yet proving most accommodating to its customers and prospects on every possible occasion. For instance, the house in question will not send records on trial to any customer, no matter how large his purchases. They will, however, send a cultured young man, versed in social etiquette and an entertainer of ability, to the house of the customer with a dozen or two of the latest records for selection. The young man looks after the machine personally and has all to do with the handling of the records while they are out of the store.' Between selections he carries on a pleasant conversation and makes himself generally agreeable, but he holds on to those records ! If a further hearing is desired before purchasing, the young man calls again and still gives his personal attention to the demonstration. Under the foregoing plan there are no opportunities open for the long-drawn-out discussions growing out of the return of damaged records. The prospect cannot come back with a badly scratched record and say that it is the way he received it and get away without paying. Every record sent out is paid for in advance, and tested and examined "to insure its perfection, and there is no loophole left. The cost of the demonstration is offset by the absence of quarrels with customers and consequent loss of trade. This same house also conducts what may be termed a social bureau as an adjunct to its sales organization. There are many customers who have EDISON LINE IN EILERS' STORE. New Department in Remodeled San Francisco Store Said to Be Designed for That Line Exclusively— Complete Stock to Be Installed. (Special to The Talking Machine World.) San Francisco, Cal., August 4.— Eilers' Music House has provided for a talking machine department in its remodeled store in this city. A few machines are already on display and a complete stock will be installed in the near future. So far Edison products are shown exclusively, and it is understood that it will be an exclusive Edison department. Talking machine and player-piano concerts, which were inaugurated while alterations on the building were in progress, have been continued even after the work was all completed, and are still attracting considerable attention. REAL SPEAKING CLOCK Invented by a Berlin Genius Which Talks All Night if Wanted, but Is Easily Reduced to Silence — Side Line for Talker Men. A German genius has evolved a speaking clock and a $625,000 syndicate has been organized to exploit it. The clock is so arranged that a limited library who desire to give a talking machine recital in addition to other entertainments at their homes on a certain evening. They are not in a position to lay out a hundred or more dollars for records for that particular occasion, but the company has already impressed them with the fact that such a sudden outlay is not really necessary, although a good library, built up by degrees, is most desirable. Upon application one. of the young salesmen is sent up to the customer's house on the specified evening with probably $'200 worth of first-class records in his case and with a machine, if necessary. The young man is selected for his attractive presence and his ability as a "mixer" in society. He shows up faultlessly attired in evening clothes and with the essence of grace, looks after the playing of the records, entertains the guests in other ways and makes himself as pleasant as possible to the young folks, without mentioning business at any time. As he prepares to go he may, perhaps, hand his engraved personal card to a tew of the young ladies, with an invitation to call and hear some records at the store, the invitation being extended as though it was strictly a personal matter. The effectiveness of the system is best indicated when it is stated that on very few occasions has such a free concert in a home failed to result in a sale of one or more outfits. The young lady, for instance, calls at the store to see the pleasant young man she met on that particular evening. He drops everything and is most attentive, showing the new machines, trying some new records and entertaining in other ways. The young lady grows enthusiastic and promises to bring her mother and father down and enjoy a treat when the opportunity offers. It is not long after that before the father is booked for an outfit. Much the same system is worked with the parents themselves if they are approached, first and with' the young men, the result being that after the sale is made the salesman is in the position to be considered a real friend of the family and finds numerous opportunities to work the same game in new fields on the endless chain system. The fact that the salesmen work on a commission basis and are safeguarded in holding their own particular customers adds zest to the pursuit of the prospect. time is recorded" by a voice every quarter of an hour, and the effect on the hearer is extraordinary. One hears suddenly in clear .accents: "Three o'clock," "A quarter past three o'clock," and so on. It will_ talk all night, if wanted; it will talk in the daytime. If nerves or conscience trouble the owner he can switch off the machinery, and the clock will continue to perform its duties in silence. TALKING MACHINE EXPORTS. The Figures for June Presented — Reports Show Increase for the Month. (Special to The Talking Machine World.) Washington, D. C, August 7. — In the summary of exports and imports of the commerce of the United States for the month of June (the latest period for which it has been compiled), which has just been issued by the Bureau of Statistics of the Department of Commerce and Labor, the following interesting figures relating to talking machines and supplies are set forth : The total exports of talking machines, records and supplies for June, 1913, amounted to $216,478, as compared with $144,170 for the same month of the previous year. The twelve months' exportation of talking machines, records and supplies amounted to $2,805,978. Price Ten Cents BUYS KOHLER & CHASE DEPARTMENT P. H. Beck Now Owner of Big San Francisco Department — -Has Had Long Experience in Trade — Mr. Beck's Successor as Head of Byron Mauzy Department is Mr. Nichols. (Special to The Talking Machine World.) San Fkancisco, Cal., August 4. — The talking machine business located on the mezzanine floor of the Kohler & Chase store, which is one of the leading departments of San Francisco, changed hands the past month, P. H. Beck succeeding Mr. bcott as owner. Mr. Beck is well known here, having been identified with the trade for a good many years. He began his career with Sherman, Clay & Co. about sixteen years ago and remained with them until a year and a half ago, when he assumed the management of the Byron Mauzy department. He has just resigned that position to engage in business for himself. He announces that he will carry a complete stock of Victor and Columbia products. He finds business starting off encouragingly. To fill the vacancy at Byron Mauzy's caused by the resignation of Mr. Beck, Mr. Nichols, formerly with Kohler & Chase, 'has been engaged to take charge of the talking machine department. Mr. Mauzy says that business kept up as well as could be expected the past month, and that the talking machine department did better than most of the other sections of the store. NEW DEPARTMENT!^ OAKLAND. Is a Prominent Feature in Elaborate New Store of Kahn Bros. — In Charge of W. B. Norris. (Special to The Talking Machine World.) San Francisco, Cal., August 4. — With the opening of Kahn Bros.' new store in Oakland on last Saturday, August 2, that city has another firstclass talking machine department. It is an exclusive Columbia department, with W. B. Norris in charge. Mr. Norris comes from Sacramento, Cal., where for the past three years he had been with Kirk, Seary & Co. The department is located on the third floor of the building and has been fitted up in an attractive and convenient manner. Several demonstration rooms have been installed and the most modern display facilities have been provided. On opening day thousands of friends and customers of the house visited the store .and extended congratulations to the management on the completion of its new establishment. VICTROLAS ONTHE SEA. Handsome Machines with Well Selected Supply of Records Furnish Entertainment for Passengers on Old Dominion Liners. The manner in which the talking machine can be made to add to the comfort of steamship passengers is well illustrated in the case of the ships of the Old Dominion Line, plying between New York and Norfolk, Va. Each of the ships is equipped with a high-grade piano;, the "Hamilton," for instance, has a Kranich & Bach, and a Victrola XVI. finds a prominent place in the main social hall. When there are amateur pianists on board who are willing to play for their own amusement and the the entertainment of their fellow passengers the presence of the piano is much appreciated, but in many cases when there is no one to be found who will play, the hour of Victrola music in the evening going South, and in the afternoon coming North, proves a strong attraction. The selections of records have been carefully made and range from ragtime to the more popular of the operatic numbers. The machines are looked after by the stewardesses. The Wilson Avenue Talking Machine Parlors have been incorporated at Chicago; capital, $2,500. Incorporators: V. L. Cunnyngham, Andrew J. Ryan, C. H. Cunnyngham.